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Week 7: PROMOTION: How to Effectively Build Winning Relationships

  • 14 Sep 2021
  • 3:00 PM - 5:00 PM
  • Online


Registration is closed

Week 7: PROMOTION: How to Effectively Build Winning Relationships


Come join us weekly as we train and prepare you to capture government contracts.

These sessions are designed to prepare those enrolled in the Certified Capture Manager (CCM) Program to pass the CCM Exam and to become certified professionals.

Also, these classes are open to all GCA members, partner members and the public. You're welcome to attend and audit the classes with the CCM students. Join the official CCM program when you're ready to receive all the course material and software.

Learn more or enroll in the CCM Program: www.capturemanagement.org


Week 7: PROMOTION: How to Effectively Build Winning Relationships

Lesson 11) Relationships Part 1: 6 Key Types of Relationships You Must Know to be Successful

  1. Government Relationship: End User/Client
  2. Government Relationship: KO/CO
  3. Government Relationship: Small Business Specialist
  4. Commercial Relationship: Large/Prime
  5. Commercial Relationship: Small Businesses
  6. Commercial Relationship: Building your government capture team

Lesson 12) Relationships Part 2: Teaming for Success

  1. Building Relationships in a New Culture
  2. Small Business Officers
  3. Contracting Officers "KO"
  4. Subcontracting with Primes & Large Contractors
  5. Teaming/JV
  6. Mentor Protégé Programs
  7. Other Marketing Strategies
  8. Building your internal Government Contracting Dept
  9. Consider using Consultants/Coaches to help with Marketing
  10. Homework Assignment:
  11. Memorize the Relationship Triangle (6 types of relationships)

Where: Online (Remote access will be emailed to confirmed registrants)

When: September 14, 2021

Time: 6-8:00pm EST/3-5:00pm PST


Members: Free

Guest/Non-members: $50.00

Not a member-join: https://www.govassociation.org/join 

We cover a new topic each session. We will guide you through our 12 Steps to Winning Government Contract Methodology.

1) ASSESSMENT: Do you have resources? finances, credit, hr/strong staff, talents, mobilization capital

2) STRATEGY: Do you have a strategic plan? short/long term, jv, teaming, mentor protégé, sub, prime

3) EDUCATION: Do you speak governese? Understand contracting language, regulations, policies, standards, etc

4) REGISTRATION: How to get registered for opportunities. What certifications will you need, etc.

5) IMAGE: How's your brand? strong, recognizable, broad, reputation, past performance

6) MARKETING: Capability statement, biz card, website, marketing collateral, brand that speaks to gov't buyers?

7) RELATIONSHIP: Do you have the proper types of relationships in the gov't market. Triangle of relationships

8) OPPORTUNITY: Do you know where to find oppty’s, FBO, bid match, past awards, prospecting, etc?

9) PROPOSAL: Can you write proposals? Can you learn or hire one? technical experts, estimators

10) PERFORMANCE: Can you deliver and perform or do you need subs?

11) COMPLIANCE: Are you DCAA compliant? accounting system, cyber ready, QA program, insurance, bonding?

12) CLOSURE: Successful completion of project? Proper close out? Paid yet? ACO happy?

Who Should Attend:

·        Sales professionals

·        CEO, Executives and key decision makers of companies

·        Entrepreneurs and small business owners

·        Business Development Managers

·        Consultants looking to grow professionally

·        Capture managers looking to gain a competitive edge

·        Contracting professionals and government employees

·        All members of Government Contractors Association

·        Primes, subcontractors, & potential teaming partners

·        New & existing business owners interested in expanding into the government market



Abraham Xiong is the Founder of the Government Contractors Association. He has an insatiable love for the B2G market. Over the last decade, he has taught thousands of entrepreneurs to implement the best practices learned from years of practical application and countless hours of research. For his work with the small business community, Mr. Xiong received President Obama’s Lifetime Achievement Award, the Global Humanitarian Award and the State of Georgia afforded him as a Goodwill Ambassador.

 Sponsored by The Boon Group

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